Courses and Training

It’s often said that great leaders are great negotiators. But how does one become an effective negotiator? On-the-job experience certainly plays a role, but for most executives, taking their negotiation skills to the next level requires outside training. Designed to accelerate your negotiation capabilities, Negotiation and Leadership examines core decision-making challenges, analyzes complex negotiation scenarios, … Read More

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As the following points of win-win negotiation will demonstrate, ensuring that your counterpart is satisfied with a particular deal requires you to manage several aspects of the negotiation process, including his outcome expectations, his perceptions of your outcome, the comparisons he makes with others, and his overall negotiation experience itself.
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Courses and Training

It’s often said that great leaders are great negotiators. But how does one become an effective negotiator? On-the-job experience certainly plays a role, but for most executives, taking their negotiation skills to the next level requires outside training. Designed to accelerate your negotiation capabilities, Negotiation and Leadership examines core decision-making challenges, analyzes complex negotiation scenarios, … Read More

Product

An exploration of why political and organizational leaders so often miss or ignore impending disasters, despite having all of the evidence necessary to anticipate them, and what they can do to prevent them
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Courses and Training

It’s often said that great leaders are great negotiators. But how does one become an effective negotiator? On-the-job experience certainly plays a role, but for most executives, taking their negotiation skills to the next level requires outside training. Designed to accelerate your negotiation capabilities, Negotiation and Leadership examines core decision-making challenges, analyzes complex negotiation scenarios, … Read More

Product

Managing change involves negotiation. Recognition of the interdependence between negotiations and change in the workplace and society has led to an explosion of research, writing and teaching on these topics. In 1965, Richard Walton and Robert McKersie laid the analytical foundation for much of this activity and innovation in negotiation practice with their landmark study, … Read More

Daily

In past articles, we have highlighted a variety of psychological biases that affect negotiators, many of which spring from a reliance on intuition, and may hinder integrative negotiations. Of course, negotiators are not always affected by bias; we often think systematically and clearly at the bargaining table. Most negotiators believe they are capable of distinguishing … Read More

Become a More Effective Negotiator
Great leaders are great negotiators. By equipping you with the innovative negotiation strategies you need to excel at the bargaining table, Negotiation and Leadership will help you:

Daily

Negotiation research sheds light on negotiator expectations of fairness and equality in negotiations. The negotiation skills advice contained here can help business negotiators more effectively craft agreements with their counterparts in business negotiations.
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Courses and Training

It’s often said that great leaders are great negotiators. But how does one become an effective negotiator? On-the-job experience certainly plays a role, but for most executives, taking their negotiation skills to the next level requires outside training. Designed to accelerate your negotiation capabilities, Negotiation and Leadership examines core decision-making challenges, analyzes complex negotiation scenarios, … Read More

Product

Winner, National Institute for Advanced Conflict Resolution’s 2005 Book Award –
A cutting-edge, comprehensive, inter-disciplinary resource regarding the nature of disputes and the range of dispute resolution processes
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Negotiation training lectures, like publications, are an excellent means of transmitting knowledge from an expert to a less knowledgeable audience.
I have attended many amazing lectures on a multitude of topics and have learned fascinating information about the ecosystem, politics in different nations, animal species, and so on. I even have enjoyed hearing negotiation experts talk … Read More

Product

Originally titled The Shadow Negotiation — and named by Harvard Business Review as one of the Ten Best Books of the Year — this best-selling book illustrates effective ways to master the hidden agendas that determine bargaining success.
Everyday Negotiation provides insight into ways of recognizing the shadow negotiation — where unspoken attitudes, hidden assumptions, and … Read More

Product

Blind Spots examines the ways we overestimate our ability to do what is right and how we act unethically without meaning to. This book suggests innovative individual and group tactics for improving human judgment.
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Daily

So, you’ve offered what you think is a great deal, but your counterpart doesn’t seem to agree. What’s the problem? The offer may be excellent—it’s how you’ve framed it that’s holding you back.
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At the Program on Negotiation at Harvard Law School, William Ury, a founding member of the Program on Negotiation and co-author of the seminal book Getting to Yes, spoke about his latest book, Getting to Yes with Yourself (and Other Worthy Opponents). Over 250 community members, students, and faculty members filled Austin Hall to hear Ury … Read More

Daily

The Program on Negotiation at Harvard Law School invites you to join us for
A 50th Anniversary Celebration of
A Behavioral Theory of Labor Negotiations
with Robert B. McKersie and Richard E. Walton
A live webcast of this event will be available for viewing at
http://media.fas.harvard.edu/core/live/hls-live.html

Daily

One common misconception of haggling is that it must focus only on a single issue: price.
Although price might be the most important issue at stake, you could sweeten the deal for both sides by discussing other issues, such as delivery, financing, and the possibility of repeat business.
You can open up such opportunities through direct questioning … Read More

Daily

Max Bazerman has had extensive experience teaching corporation’s executive negotiation courses. In addition to the faculty and students, some of his sessions have been attended by high level former diplomats who had worked on cases discussed in class. The diplomats were invited, where appropriate, to provide insight into local customs, changing politics, and business norms. … Read More

Daily

In his best-selling novel Blink, Malcolm Gladwell scans the psychological literature and uncovers fascinating nuggets of knowledge.
He describes people who can assess the integrity of a work of art within seconds, predict the likelihood that a couple will get divorced based on a short conversation, and assess their romantic interest in another on a “speed … Read More

Daily

On Saturday, April 20, 2013, the Program on Negotiation co-hosted a conference on “Confronting Evil: Interdisciplinary Perspectives,” in partnership with the Mahindra Humanities Center at Harvard University and the Volkswagen Foundation.
… Read More

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On Saturday, April 20, 2013, the Program on Negotiation co-hosted a conference on “Confronting Evil: Interdisciplinary Perspectives,” in partnership with the Mahindra Humanities Center at Harvard University and the Volkswagen Foundation.
Originally scheduled to commence on Friday, April 19th, the conference had to be condensed to a single day due to the lock-down of the Boston … Read More

Daily

On Saturday, April 20th more than a hundred people came out to Harvard to attend the PON co-sponsored conference “Confronting Evil: Interdisciplinary Perspectives.” Held just six days after the bombings at the Boston Marathon, and one day after many area residents were asked to “shelter in place” by the police during their search for the … Read More

Daily

When you’re making important decisions during a negotiation and have the luxury of time, what’s the alternative to ﻿Blink﻿?
Should you completely ignore your rapid cognitions?
In the article “Strategies for Negotiating More Rationally,” we described University of Toronto professor Keith Stanovich and James Madison University professor Richard F. West’s distinction between System 1 and System … Read More

Daily

Many negotiation experts recommend that you try to take the other party’s perspective, particularly when attempting to resolve disputes.
Recent research by Nicholas Epley of the University of Chicago and Eugene Caruso and Max Bazerman of Harvard University suggests a dark side to this generally sound negotiation advice. The researchers ran a series of experiments … Read More

Daily

Adapted from “The Darker Side of Perspective Taking,” first published in the Negotiation newsletter, April 2007.
Many negotiation experts recommend that you try to take the other party’s perspective, particularly when attempting to resolve disputes. Research by Nicholas Epley of the University of Chicago and Eugene Caruso and Max Bazerman of Harvard University suggests a dark … Read More

Daily

Adapted from “The Crucial First Five Minutes,” first published in the Negotiation newsletter, October 2007.
Your designated meeting place can have a critical impact on talks. When you don’t have a choice about where to meet, be aware that situational factors may color your judgment. For instance, the visual cues of a car lot—flashy banners, cheerful … Read More

Daily

In an op-ed article in today’s edition of The New York Times, Max H. Bazerman, Straus Professor of Business Administration at the Harvard Business School, and Ann E. Tenbrunsel, Martin Professor of Business Ethics at the University of Notre Dame, discuss the reasons why ethical lapses occur so often in business settings.
According to … Read More

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“Blind Spots” with Max Bazerman
Date: Monday, April 18, 2011
Time: 7:00 PM
Location: 1256 Massachusetts Avenue, Cambridge
See Event Details Online: http://www.harvard.com/event/max_h._bazerman/
About the Book:
When confronted with an ethical dilemma, most of us like to think we would stand up for our principles. But we are not as ethical as we think we are. In “Blind … Read More

Daily

Adapted from “Three Keys to Navigating Multiparty Negotiation,” by Elizabeth A. Mannix (professor, Cornell University), first published in the Negotiation newsletter.
Multiparty negotiations—in which more than two people are bargaining on behalf of themselves or others—create many opportunities to generate value. As the number of people at the table increases, so does the potential to make … Read More

Daily

Max Bazerman (Jesse Isidor Straus Professor of Business Administration, Harvard Business School; author of Judgment in Managerial Decision Making; co-author of Negotiation Genius and Predictable Surprises)
Setting goals has become an embedded practice in management, but does it truly produce beneficial results? In this provocative article by Max Bazerman, he and his collaborators from top business … Read More

Daily

Francesca Gino, Don A. Moore, and Max Bazerman (Jesse Isidor Straus Professor of Business Administration, Harvard Business School)
Managers unknowingly promote unethical behavior in the way they issue orders to subordinates or outsource work or mishandle their priorities. The result: scandals that can cost trillions of dollars. In this article, the authors explain how leaders can … Read More

Daily

Adapted from “How to Win an Auction—and Avoid the Sinking Feeling that You Overbid,” first published in the Negotiation newsletter.
Imagine that at the beginning of class, a professor produces a jar full of coins and announces that he is auctioning it off. Students can write down a bid, he explains, and the highest bidder will … Read More

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Author: Max Bazerman, Jesse Isidor Straus Professor of Business Administration, Harvard Business School, author of Judgment in Managerial Decision Making; co-author of Negotiation Genius and Predictable Surprises
Over the past 30 years, the collaboration between the social sciences and the practical application of new ideas in negotiation have provided exciting results. In this paper, Max Bazerman … Read More

Professor Max Bazerman, member of the PON Executive Committee and professor of Business Administration at Harvard Business School (HBS), and HBS Ph.D. candidate Chia-Jung Tsay published a working paper titled, “A Decision-Making Perspective to Negotiation: A Review of the Past and a Look into the Future” on August 20, 2009.
Abstract
Through the decision-analytic approach to negotiations, … Read More

Daily

Common psychological barriers lead us to overvalue our possessions. That can be a problem when it’s time to get rid of them. Some possessions truly are priceless—we wouldn’t part with them for any amount of money. Others are virtually priceless, or “pseudosacred,” according to Harvard Business School professor Max Bazerman. We might claim that these … Read More

Teaching Negotiation Resource Center

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Preparing for Negotiation

Understanding how to arrange the meeting space is a key aspect of preparing for negotiation. In this video, Professor Guhan Subramanian discusses a real world example of how seating arrangements can influence a negotiator’s success. This discussion was held at the 3 day executive education workshop for senior executives at the Program on Negotiation at Harvard Law School.

Guhan Subramanian is the Professor of Law and Business at the Harvard Law School and Professor of Business Law at the Harvard Business School.